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EXPERT TELLS OF ffl SELLING PROBLEMS By Carl Bernhardt. Advertising Manager Cole Motor Car Company.) Are you buying a car? Are you selling a car? Are you manufacturing a car? Have you ever ridden in a car? If so, y°u are wondering about the future of the automobile industry. The time has passed when mo cars are simply ordered. Today ,rs must be sold, not bought. Hun ;i eds of different sorts of cars are man ufactured. Os the cars on the market — mst of them are good. There is a light for supremacy going on—and re are a lot of bystanders who are itting like sparrows on the .fence, .atching the show. As an Indication that the six-cylin . , r brained fellows in the automobile industry are not asleep, a remarkable withering has just been held in In i' u napoils to discuss this very thing. Indianapolis the city, as a gasoline center.’ became tremendously interest ed- -so. Indianapolis is one of the two ,soline centers of the world —and the cry life blood of the town depends on the solution of this problem. The big automobile fellows called it ales convention of automobile deal “ Joe” Cole acted as chairman— i'ole. of the Cole motor. Pelletier was iown from Detroit. Elbert —yes—Fra , ertus —was there, too —Elbert Hub ird. of the long hair and long brain. Ther< was. a representative from Sys tem and from Opportunity, a man from t’ i New York Chamber of Commerce— s. and Wilbur D. Nesbit, who gets undreds a week writing copy for the \iahin Advertising Company when he i n't girl o’ my dreaming. And why did they all come? “How To Sell Automobiles.” To decide the future of the auto .nobile industry. They came to decide whether we shall ridh—you and me—or whether we shall ilk. for they came to decide the future iy of selling automobiles. It was “Joe” Cole who sprang this lea originally—that automobiles have been ordered, delivered but not sold, as he said: It's the man who makes money for ' dealer, who saves money for the i in who buys his car, who will make tiie most money, who will win the race. A dealer who actually sells his prod- i t does the man to whom he sells a favor.” was the text of the convention, The Seaton Wheel Company Manufacturers of THE WONDERFUL SEATON SPRING WHEEL are organizing a selling company for the State of Georgia. WniMi IWSsk Jgv »■ ’ w^. : w&hH far. - wPIKHi l : fei t© *k & % «WSBr Vww. I JmMwr w ' SSe^siwwK*?' e . - - Interested and responsible parties who have ability can obtain details of organization from FACTORY REPRESENTATIVE, at Room 818 Piedmont Hotel. Wheel on Exhibition at Auto Show. Demonstrated xyith car upon Atlanta Streets. Ad Men Will Take Over Auto Show for Big Charity Night ■Society night has come and gone, with the record of a brilliant success. Today the scenes are shifted at the automobile show and it is Ad Mun’s day and “Charity day.” The Ad Men’s club of Atlanta has pledged itself this year to raise a con siderable sum of money to be used by the Associated Charities for general charity work in the city. A§ one of the ways of raising money they have in augurated this Ad Men’s day at the automobile show. One-half of the money taken in at the box office to night will be given to the Associated Charities. In order to stir up enthusiasm for the Charity night the Ad Men will parade the city and will whoop things up. So many tickets have been sold for this event that it should’ be n howling suc cess and should bring the attendance tonight above what it has been any night this season. Tomorrow night will be Suffragette night, and Miss Elizabeth Freeman, the English speaker, will address the crowds from th< Johnsdn-Gewinner space. This will be an excellent chance to hear this famous speaker and one which all those interested in the cause • with Cole presiding to pound it in with his dominant personality. "If you show a man how wonder ful his tires are. how wonderful his gears and transmission, he will not swear when he has trouble—he will not have trouble. The future of the au tomible industry is therefore the dealer. “And the manufacturer who gets these fellows to market his product will win the race—for such men will not sell an inferior product.” The proceedings of this convention have been edited, and they are on the press and will be sent out to any dealer who wants to know what the big fel lows in the automobile business think about him. Will Publish "Whole Outfit,” One of the Indianapolis men who took care of the actual details of the sales convention in Indianapolis is in At lanta today. When asked about the handbook for dealers, he said: “I have just edited the whole out fit —Pelletier, Elbert Hubbard, Wilbur D. Nesbit, John Lee Mahin, J. J. Cole. H. O. Smith. Zimmerman of System and Opportunity. J. G„ Jones of the Alexander Hamilton institute and New York Chamber of Commerce. It’s good stuff. Any man who is Interested In selling, buying or manufacturing any thing—particularly motor cars —-will enjoy it and make money with it. •Any one can have one by writing to J. J. Cole, chairman the General Sales Association of Automobiles, In dianapolis.” THE ATLANTA GEORGIAN ANT) NEWS.’THURSDAY, NOVEMBER 21. 1912. •••••••••••••••••••••••••• i HERE IS CENSUS OF • : MOTOR CARS TO BE ; : SEEN AT THE SHOW : ■ i • Total number of cars shown..lo4 • • Roadsters 12 • • Touring cars . . ■ 53 • • Limousines 5 • o Gasoline coupes 3 • • Electrics 10 • • Trucks 8 • • Light delivery wagons 3 • • Chassis 7 o • High wheel vehicles 2 • • » eeeeeoeeeeeeeeoeeeeeeeoees of woman's suffrage will avail them selves of. Saturday night will be closing night, but a special inducement of some sort will be offered for that occasion. Sat urday is always “Sales day” at the show and a number of deals that have been hanging lire will be closed up that day. The sales thus far have been entirely satisfactory. The local branches have gotten in touch with hundreds of their dealers in this territory and the local sales forces have done big business. WALTER E. FLANDERS EXPLAINS PLANS OF U. S. MOTOR COMPANY As there seems to be a general misun derstanding and considerable misappre hension among dealers handling the va rious lines—Stoddard, Maxwell, Flanders, etc.—as to just what will happen when Walter E. Flanders takes hold of the reins of the reorganized United States, Mr. Flanders has made the foilawing state ment: “While I am not yet ready, and it would be premature, to announce the new sales policy in detail, I w-111 say that the general policy will be to leave matters just as they are so far as dealers are concerned. That is to say, those dealers who have been handling Maxwell or Stoddard cars, will continue to enjoy those agencies un disturbed. And dealers who are handling the Flanders Sixes will also continue to handle that line undisturbed. The sales, like themanufacturlng policy, will ne one of expansion, not of contraction. “I have never seen any great success achieved by cutting down. The way to make profits Is to Increase output. And, that being our plan, it goes without say ing that we will need every good, every competent man the old organisation, whether in the field or in the factories. “It seems to me logical that men who have been trained to sell Maxwell or Stoddard cars in the field, who are imbued with loyalty and enthusiasm for that product, are the ones to continue to rep resent those lines. And that will be the policy. "And while the general administration offices will be moved to Detroit, our New York office will continue to be an im portant one.” MOTOR SHOW HAPPENINGS R. H. Williams, sales manager of the F. B. Stearns Company, is in Atlanta for a couple of days. * ♦ » According to the Southern states field manager of the Premier Motor Manufac turing Company, J. E. Levi, the Premier Company during the month of October manufactured more cars than they ever produced in any one month in their his tory. In October the company shipped more j ears than it had ever shipped in any one i month in the history of the company. I The total sales for October were much reater than in any other month, and November thus far is equally prohtls ing. in October and November, 1911, the I Premier Company did an excellent busi- I ness, yet the same period of this year shows that more than twice the business done last October and November has al ready been done. ♦ * » This is the night c. the badger tight given by the Johnson-Gewinner Company for a number of invited guests. Six fighting bulldogs have been secured to meet the badger. This beast, shipped here front Mexico, has been in a nuni- I her of fights and lias on at least one oc- I casion bested five Mexican dogs. This is the first time he has ever been sent against six. He will undoubtedly do some vigorous scrapping. N. M. Rogers, of Birmingham, drove to Atlanta in his Pope-Hartford to see the show. • « , fl- R- Morris, circulation representative of Jhe Automobile and Motor Age, at the show, says that this is the first exhibit he has ever attended where nobody lias asked him what time the races begin. “When they ask.” says Mr. Morris, “I always tell them that they start at 10:30, as soon as the floor Is cleared off, but I always advise them not to wait.” He states also that this is the only show on record where coat hangers and cigar lighters were not given away at some exhibit. He says the popular coat hunger is a nail and the popular cigar lighter is a match. * « * The Premier ocean-to-ocean prairie schooner will travel South after the show, visiting Macon, Jacksonville and many points in Florida. The Studebaker Six, the first ever shown in the South, reached the Atlanta show Tuesday night, after a wonderful run front Detroit. This, ear was sent down by road instead of by train in order to demonstrate its roadability. Factory officials traveled with the car and for the first time saw it put to as gruelling a test as a car is likely to experience. The ear came through from Detroit in less than five running days, with everything ship-shape and In perfect condition. The engine worked like a clock from start to finish. This new Studebaker Six is a. sensa tional offering at the price and Is destined to be immensely popular in the South, where “six” strength is needed to nego tiate bad roads and where the flexibility is highly valued. The Seaton wheel continues to be one of the points of interest of the show. The demonstrating car has been in con stant service and equipped with the Sea ton wheel and solid tires it rides as smoothly as any pneumatic tired car. Progress Is being made in organizing a Georgia sales company which will mar ket the device in this state. • • • Praise for the Fifth Regiment band continues to be heard as the show pro gresses. It has proved itself to be a fine organization of real music ians. Its music is up-to-date and tuneful and it is all well performed. So well has this band satisfied everybody that it is doubtful if ever in the future anybody who desires a top notch band in Atlanta will go out side the city to get one. • • • The Atalanta Spring Wheel, invented by Frederic W. Brown, continues to at tract attention. The theory of the device is excellent and it has proved itself in re peated trials. The fact hat it does away entirely with the expensive and trouble some pneumatic tires makes it a hit with believers in motor economy. TWO WEEKS FOR BOSTON. March 8 to 26 is the time set for Bos ton's 1913 motor car show. The pleasure vehicle will hold sway during the first week of this time, while the last week will be given up to the motor business wagons | Ife. - - _« '//OU® W\ i Wthe tread that makes 8 - W brake effective I V I” s *t ua ti° ns like this, your safety depends . L Hi IISM upon the co-operation between your brakes i V an< ® t^ie trea “ s °f y° ur tires. j jJ|' P | | [ W No matter how good your brakes are you don’t stop if the f I I y .' treads of your tires don’t respond by gripping the road. “All 'I JJI I ’ JT '$ ■'fOl | ''ißiSi /£ the ‘brakes’are with you” when your car is equipped with IWB< Goodrich AD Ti S “ Best in the Short Stop” The Safety Tread takes orders from the brakes This new Safety Tread tire solves the skid /I* '* gets t>usy and brings the car up standing, by removing the cause. It is a Goodrich Th® tirst bar to touch the street pushes Tire thru and thru. It has Goodrich Quality. ’’ the ooze out of the way, and keeps it away Goodrich Unit Construction and Goodrich / *'/ fjf / while the other bars get a good grip on the Tough Tread—only more of it. It delivers 5 Cr clean spot under the tire. mileage in Goodrich heaping measure. «> 100 branches and aervice stations and innumerable dealers everywhere can now supply you with this new Safety Tread, in any size and to fit any rim. The B. F. Goodrich Company, Akron, O. Largest in the Word Atlanta Branch 25 Houston St. GAS ON LITTLE FARM MAKES FARMER RICH ST. CLAIRSVILLE, OHIO, Nov. 21. John Rotligeb was making $2.68 a day as a miner until gas was discovered on his seventeen-acre farm. Now his Income is SIOO a day. . j \l\ /»/ Pope-Hartford Model 31, 111 ® 4-Cylinder Limousine, 40- 111 /f/ horse power, long stroke 111 ® motor, Gray & Davis electric 181 /Jy/ starter, electric dynamo light- 181 /»/ ing. Completely equipped. 181 /w $3,250 ill LOT S OF gEKV.CE CRANE I 30 and 32 James Street The gas fixtures lighting the main Audi torium and Courtland street were designed and manufactured by General Gas Light Com pany for the National Commercial Gas Asso ciation Show, and are used for Automobile Show. I z ANOTHER “WOODROW WILSON.” MONTGOMERY, ALA., Nov. 21. Woodrow Wilson Bailey, a two-day-old baby boy, has the distinction of being the first child In Montgomery to be named for the president-elect. He Is the son of Mr. and Mrs. M. J. Bailey. CHILD BO p N WITH FULL GROW. OF GRAY HAIR WHITESBURG, KY.. Nov. 21.—Pina Creek farming community is agog over the birth of a baby boy with a full growth of gray hair. Mrs. John H. Craft, wife of a farmer, is the mother. 7